A key element of Property Works’ growth strategy is to develop a sales performance incentive fund (SPIF) program to drive up sales for slower periods of the year.
The team created tailored goals for each salesperson based on their tenure at the company, accounts, and historical sales numbers. Aspire allowed them to go a step further and create a list that reflected the metrics around each salesperson’s numbers for the previous year so they could easily build out and track SPIF goals for each salesperson.
“We actually created individual dashboard dials in Aspire so sales reps could see what goals they were given and their progress,” Dana says. “Without even having to talk to them about it, they knew whether they hit their goal.”
Property Works also built a SPIF dashboard aggregated from the individual salespeople’s lists for a companywide sales goal KPI dial.
“We had an Excel spreadsheet that was the origin of the SPIF, but then we could build it all in Aspire and track it to its execution,” he says. “With Aspire, we can compare (our numbers) from beginning to end. It works amazing.”
The company used the dashboard system for three months and grew 30-35% over those months. “We had tremendous growth month over month over month,” he explains. “We could see it in real time because Aspire affords you that visibility into your sales and your operations.”
What's next
Property Works is currently managing their janitorial inventory in QuickBooks and outside of Aspire. In the company’s process, account managers travel to sites, meeting with site managers, picking up purchase orders and receipts, and managing these materials in QuickBooks as a general and administrative expense based off divisional revenue.
Given the volume of consumable products like cleaning supplies used in janitorial services, Aspire could offer an easier solution for managing this inventory.
“I would argue that a company could better take advantage of Aspire if they were to manage their inventories through the system, so the team leader out in the field can actually allocate materials from their mobile phone onto the ticket as the teams are cleaning,” Dana says.